Hyppää sisältöön
    • Suomeksi
    • In English
  • Suomeksi
  • In English
  • Kirjaudu
Näytä aineisto 
  •   Etusivu
  • OSUVA
  • Pro gradu -tutkielmat ja diplomityöt
  • Näytä aineisto
  •   Etusivu
  • OSUVA
  • Pro gradu -tutkielmat ja diplomityöt
  • Näytä aineisto
JavaScript is disabled for your browser. Some features of this site may not work without it.

Customer Relationship Management as a Development Challenge - Empirical Case Study in a Business to Business Relationship

Jokihaara, Minna (2005)

 

Aineistoon ei liity tiedostoja.


Jokihaara, Minna
2005
Näytä kaikki kuvailutiedot

Kuvaus

Kokotekstiversiota ei ole saatavissa.
Tiivistelmä
Customers are often a company’s most valuable asset in business to business markets. Therefore the management of customer relationships is an important factor on the success of a company. The purpose of this study is to assist a global engineering company to develop its customer relationship management within a relationship with a global terminal operator.

For a company to be able to manage its customer relationships it must have a genuine understanding of what constitutes a business relationship. The theory of the study focuses first on the different elements of relationships. Then the management of business relationships is approached mainly from the International Marketing and Purchasing Group’s point of view, which emphasises the interaction processes of the relationships. The case relationship was studied by using the different elements and processes of relationships.

The approach to the study is action research. The empirical data is gathered from the databases of the global engineering company, from publications of the industry and by interviewing the key persons of the global engineering company.

Because of the unilateral point of view of the study the challenges in the development of the relationship are centred on issues the engineering company could improve unilaterally. The development challenges revealed by the study centred on the organisational culture, on the resource management and on managing the information exchange processes.
Kokoelmat
  • Pro gradu -tutkielmat ja diplomityöt [7993]

Samankaltainen aineisto

Näytetään aineisto, joilla on samankaltaisia nimekkeitä, tekijöitä tai asiasanoja.

  • A transition from goods-dominant to service-dominant exchange logic in a B2B relationship : a relationship positioning perspective 

    Makkonen, Hannu; Saarikorpi, Mervi; Rajala, Risto (Elsevier, 01.08.2019)
    article
    The study complements the dominant interpretations of positioning in marketing management research by introducing a relational perspective on positioning in the industrial markets. Instead of focusing on products, brand, ...
  • The varying roles of governance mechanisms on ex-post transaction costs and relationship commitment in buyer-supplier relationships 

    Shahzad, Khuram; Ali, Tahir; Takala, Josu; Helo, Petri; Zaefarianc, Ghasem (Elsevier, 01.05.2018)
    article
    Inter-firm relationship governance is becoming increasingly fragmented and complex in industrial marketing and management. There is a need to develop an integrative framework, which describes the nature of the relationship ...
  • Improving channel member cooperation in marketing channel relationships. A case study of mobile phone manufacturer-distributor relationship 

    Lehtinen, Minna (2008)
    Pro gradu - tutkielma 
    Past research has shown an increasing interest in the long-term marketing channel relationship. The highly saturated markets with complex distribution systems have shown that a key concern for any company should be the ...
    Kokoteksti luettavissa vain Tritonian asiakaskoneilla.
https://osuva.uwasa.fi
Ota yhteyttä | Tietosuoja | Saavutettavuusseloste
 

 

Tämä kokoelma

TekijäNimekeAsiasanaYksikkö / TiedekuntaOppiaineJulkaisuaikaKokoelmat

Omat tiedot

Kirjaudu sisäänRekisteröidy
https://osuva.uwasa.fi
Ota yhteyttä | Tietosuoja | Saavutettavuusseloste